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Tables of Contents for Rethinking the Sales Force
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The New Selling: From Communicating Value to Creating Value.

The New Purchasing World: How Value is Reshaping Purchasing Decisions.

Responding to the New Buying Reality: The Three Emerging Selling Modes.

The New Transactional Selling: From Fat and Happy to Lean and Mean.

The New Consultative Selling: From Rock Stars to Institutional Value.

The New Enterprise Selling: From Large Sales to Deep Relationships.

Sales Process: Light in the Long Dark Tunnel.

Rethinking Channels to Create and Capture Value.

Changing the Sales Force.